Steer issue 22 May 2019 - Page 8



GROW YOUR BUSINESS – SALES
No
A sales process is a series of steps that aim to get your
prospective customer to buy, and then to rebuy.
It involves two main areas to focus on:
1. the stages you want them to move through towards the
sale, and
2. what you do at each stage.
You need one to help you identify how many leads you
have at each step so you avoid the peaks and troughs
of deals coming in. It also establishes what you do with
prospective clients at each stage, for example, email, call,
visit etc. And which of these (their form, frequency) work
best for your buyers.
1. The stages
They move along the stages like this.
8 STEER YOUR BUSINESS
• Prospect – your newbies. A list of potential buyers.
• Connection – usually a discovery call stage/initial chat
• Research/evaluation - learning their pain points, seeing if
you have a match.
• Presentation - discussion of solutions you can offer to
solve their pain points.
• Close - negotiation of pricing, timing etc.
• Nurture - post sale. Delivering what you promised.
Keeping in touch, maintaining rapport. Asking for
referrals
• Resale / Upsale - further discovery of pain points etc, go
back to ‘Research’ stage.
Every day should include work at each of these steps.
Often a business will focus so much on closing, and

Paperturn



Powered by


Full screen Click to read
Paperturn flip book system
Search
Overview
Download as PDF
Print
Shopping cart
Full screen
Exit full screen